 |
||
|
Why
Us
Key differentiators…
Ø
In a world where buyers enter the sales cycle much
earlier (without involving a salesperson) by obtaining product information (features
/ benefits) and competitive analysis through the Internet than they were in the
80s / 90s, the role of the salesperson becomes key in helping the client resolve
his/her pains and understand the value of the product or proposition being made. The salesperson actually becomes the
differentiator in a world where buyers expect sales reps to have done their homework
on their needs and be able to describe
how their product / service will meet / exceed expectations and create value.
Ø
InfoMentis focuses on coaching client facing–personnel
(pre-sales, sales, support and marketing) in the use of best practices to secure
and retain clients, gain competitive edge and increase win-rates.
Ø
It does this through providing clients with a combination
of strategic tools and practical execution techniques. It focuses on clients’
existing opportunities and is designed to achieve breakthrough performance for sales
organisations.
In the CSO
(Chief Sales Officer) Insights Report, 2007 (A Sales Performance survey and Analysis
across 1,300 companies in the
Ø
Typically
in 2007 only 60% of sales personnel are achieving quota.
Ø
4th consecutive year, average quota attainment
is < 60%
Ø
Forecast accuracy hovers at 50/50
Ø
Only 26% of companies experiencing significant
positive impact from CRM
Ø
New Sales Representative ramp-up times to full
productivity have become longer
Ø
% of presentations leading to a sale has declined
Ø
Sales cycles have lengthened
These figures
make for depressing reading and are at the core of the challenges facing Sales Directors
and Managers today in their quest for competitive advantage.
The benefits of working with James F King &
Partners.
James F
King & Partners main focus area is to provide clients with the insight and strategies
to achieve highly effective and performant sales processes through consulting, and
coaching in the use of best practice skills and techniques.
Using InfoMentis
best practices approach; organisations have seen a considerable increase in sales
closure rates; it is an approach which does not force clients to adopt a sales methodology
or process which is inappropriate and complicated and designed to meet the needs
of the sales training company rather than the end-user client.
Ø
Modules can be tailored-made to reflect the specific
needs or orientation (industry focus) of the client’s customer-facing personnel.
Ø
The coaching is given by highly experienced former
sales directors and managers, typically with backgrounds in selling hardware, software
and services into multiple industry sectors.
Ø
James F King & Partners provides ongoing supporting
services via account review sessions, telephone coaching and manager support to
ensure that best practices are embedded and used in a practical way in a client’s
organisation.
Ø
We
supply e-learning and performance tracking software modules to support and reinforce
ongoing learning. |
|